Whether you’re a Canadian seller or looking to establish partnerships across borders, manufacturers can serve as excellent resellers for the Canadian market. Beyond having reach and clientele throughout the Great White North, selling to (or through) manufacturers in Canada can reduce taxes and customs. For both novices and those experienced with building partnerships, it’s a good idea to go over best practices for opening up this sales pathway. This post will break down three of the most useful tips. Do Your HomeworkKnowing the physical location of your potential buyer is not enough. Often, the primary metro or sales reach differs from the geographical location. For instance, manufacturing companies in Ontario may be exclusive to the Toronto metropolitan area, may have reach throughout the province, and may even have extensive transport, communication, and business links throughout eastern Canada. To understand your sales pitch, you have to understand the manufacturer’s current positioning.
It’s not just about potential reach, however. It’s also about preferred methods of contact, team size, and likely decision makers. Knowing the ins-and-outs of the companies can easily make or break your sale. Target the Right Decision MakersSurprisingly, Canadian manufacturers tend to have small teams. How small? According to the 2019 statistics, a full 57.7% of all goods-producing manufacturers in Canada have one to four employees. Compare this with just 20% of that same size in the U.S. With these smaller team sizes, it’s easier—and more crucial—to get in touch with the right decision makers. Titles may vary, but in the Canadian Waterproof Universal Power ZX527 Automotive Relays Factory market it’s more likely you’ll be speaking to an owner or president as opposed to a manager or acquisitions specialist. Use Multiple Forms of Targeted MarketingMaking cold calls and sending direct mail are tested methods of initiating a relationship.
However, they are just one mechanism to use. You currently have the option to cast a wide net for an affordable price thanks to email, social, and search marketing. However, a more intimate approach is likely to be effective. The most powerful key to success is through an internal referral. Finding connections with your prospective partner, whether through social sites such as LinkedIn or from your past business endeavors, can be an ideal way to connect. Lacking this opportunity, you can make use of the small average team size to better approach manufacturers in Canada. Aim to outmaneuver gatekeepers and get targeted advertising or pitches straight to the higher-ups.Whether it’s manufacturing companies in Ontario, Quebec, or British Columbia, there are Canadian manufacturers who can help your business succeed. Establishing effective relationships with partners can help you tap into a broad market while simplifying your tax and customs situation. Though the process can be nuanced and require some persistence, these tips should help you get started on the right foot.
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